Enterprise Account Executive (OEM / Channel)

Location

Cape Town or Johannesburg (Hybrid) — Remote considered for exceptional candidates

About Kenai

Kenai is building the future of secure, intelligent workplaces. Our AI-native platform helps enterprises manage visitor access, safety inductions, evacuations, and compliance. Trusted by leading banks, estates, and data centres, and partnered with Gallagher Security, we’re scaling fast into new verticals and geographies. We need enterprise sales leaders who can drive growth through both direct enterprise deals and strategic channel partnerships.

The Role

As an Enterprise Account Executive (OEM / Channel), you will own full-cycle enterprise sales — from prospecting and pipeline building through to closing multi-year SaaS and integration deals. You’ll work closely with Gallagher and other channel partners to unlock joint opportunities, while also sourcing and closing direct enterprise clients.

This role is central to Kenai’s growth strategy, with a clear path to leadership as we expand into global markets.

What You’ll Do

• Drive enterprise ARR growth by sourcing and closing direct enterprise deals.
• Develop and manage partnerships with Gallagher and other OEM/channel partners.
• Own full-cycle sales: prospecting, discovery, proposal, negotiation, and closing.
• Manage complex deals involving SaaS, integrations, and hardware deployments.
• Collaborate with product and customer success to ensure smooth handover and long-term client growth.
• Forecast and report pipeline progress to leadership and investors.

Requirements

• 5+ years of enterprise SaaS or B2B sales experience.
• Proven track record of closing large, complex deals.
• Strong understanding of channel / OEM partnerships.
• Comfort engaging with C-level buyers (CIO, CSO, Facilities/Operations execs).
• Excellent negotiation and relationship-building skills.
• Based in Cape Town or Johannesburg, with willingness to travel.

Nice to Have

• Experience selling in physical security, access control, or enterprise SaaS.
• Familiarity with Gallagher Security ecosystem.
• Network in banking, property, or critical infrastructure verticals.

Compensation

• Uncapped commission structure with accelerators for overachievement.
• Equity participation available for top performers.

Why Join Kenai?

• Sell a category-defining platform with strong enterprise traction.
• Partner with Gallagher Security and access global distribution channels.
• Be part of a fast-scaling SaaS company with significant career upside.
• Competitive comp, benefits, and hybrid flexibility in Cape Town or Johannesburg.